marketing & sales PROCE Customer Cultivator CUSTOMER CULTIVATOR LLC... INNOVATION GUIDE

Transcription

1 marketing & sales PROCE Customer Cultivator CUSTOMER CULTIVATOR LLC... INNOVATION GUIDE

2 Customer Cultivator a unique approach to marketing & sales INNOVATION WHAT WE DO Generate Leads Increase Sales Conversion Build Customer Loyalty >>> HOW WE DO IT DIFFERENTLY Identify & prioritize efforts to those most likely to buy. Create curiosity with innovative promotions. Make your product indispensable in prospect's mind. Coach sales & marketing teams to increase effectiveness in motivating the prospect's buying impulse. Create a trust bond by consistently meeting expectations. Innovate products to meet emerging customer needs. Customer Loyalty Lead Generation Sales Conversion develop deeper customer relationships > >cc generate N E W B U S I N E S S The Customer Cultivator System is for B2B companies who want to build business and increase customer retention. cc Our goal is an age old one; but, our approach is unique. We focus on increasing the return on your existing sales and marketing infrastructure through process engineering, coaching, and the application of efficiency building technologies. Our system is quick and easy to implement and saves you time, money and frustration.

3 CC Method of Expertise TYPICAL SALES & MARKETING Standard Process NEW BUSINESS & RETAINED CUSTOMERS CC CUSTOMER LOYALTY BUILDER Loyal customers will buy more and more often when they believe their needs are a priority. We strengthen a customer s trust bond with you. We build customer feedback tools so our clients stay abreast of emerging customer needs and trends that drive product development. CC INCREASED CAPACITY SALES PRODUCT CC EXPANDED CONVERSION MARKETING CC SALES CONVERSION SYSTEM We employ our exclusive CC communication assessment to map how prospects become long-term customers in your organization. Then, we design custom processes to improve how marketing and sales teams work together to maximize selling time and effectiveness. STAGNANT SALES (WITHOUT CC) O PPO RTUNITIES CC LEAD GENERATOR CC employs home grown tools to find and qualify new business prospects for clients. We analyze needs and buying behavior to find interested prospects. Then, we help clients create high return promotions, telemarketing and a brand image that attracts new business.

4 The CC System Process How we build a customized company-wide system to uncover new growth patterns The Customer Cultivator System implementation begins by gathering facts and mapping your processes. The Marketing & Sales Audit involves an extensive review of the people and process used from identifying leads to retaining clients. The Customer Needs Audit includes an extensive competitive and market review to identify target market opportunities as well as your unique abilities to meet those needs. MARKETING & SALES AUDIT Lead Generation Customer Acquisition YOUR PRODUCT/SERVICE S ALES P OSITIONI NG SOL U TION M ARKETING IMAGE/BRAND WHERE YOU CONNECT WITH THE CUSTOMER PRODU UCT PERCEPTION EPTION CUSTOMER NEEDS AUDIT Decision Process Dynamics YOUR PROSPECT DEC I S I ON MAKER N EEDS I N FLU E NCE R CUSTOMER CULTIVATOR LLC... MARKETING & SALES PROCESS INNOVATION

5 Benefits of the Process 1 2 The External Market Audit Are there market segments with potential buyers you haven t found yet? The External Market Audit involves interviewing potential customers to develop a deep understanding of their needs and actual purchasing behavior. This process looks behind what prospects say to uncover their true needs and motivations. When we profile the customers who are motivated to buy, we can identify the market segments where they can be found. 3 4 Controlling Perception What does your brand, website and collateral say about your company and its products? Controlling how the market perceives you is critical to building your business. The Customer Cultivator system seeks to find consistency in your communication with the market from your field sales team, your promotional material, and your website. The core of your positioning power is in your brand identity. We will help you refine your identity and hone the market s perception of you. The Internal Process Audit Are sales to existing customers lost because there is no system to secure them? The Internal Process Audit identifies how sales, marketing, design and project management functions work together to meet customer needs. We will coach your people who deal with the customer to maximize communication while minimizing administration and internal politics. A harmonious team means people who have the capacity and discipline to focus externally on the customer. Spreading the Word Is there a cost-effective way of attracting a potentially interested audience? Marketing to attract new business doesn t have to be prohibitively expensive. Cost-effective marketing is achieved by understanding what behaviors you want to elicit from the prospect, then using tools to elicit these behaviors. Customer Cultivator has proprietary techniques designed to find interested prospects that the sales force can close. CUSTOMER CULTIVATOR LLC... MARKETING & SALES PROCESS INNOVATION

6 Product Elements Marketing Strategy Target Market Identification Market Segmentation & Positioning Corporate & Brand Image Product Development Advertising & Promotion Strategic Design Planning Website Design & Architecture Content & Message Development Lead Generation Direct Marketing Customer Needs Discovery Telemarketing Depth of Talent Customer Cultivator applies a rich talent pool to your needs. Our principals have 15 years of experience each on average. We approach our work as a collaborative partnership where you work directly with our principals from start to finish. PRINCIPALS PAST CAREER EXPERIENCE: Marketing, promotions & brand management, TV & print advertising: Disney, Quaker Oats, Mattel Toys Interface design & online branding: American Airlines, Sam s Club, Fujitsu, Avery-Dennison, Sun Microsystems and University of Chicago Graduate School of Business E-marketing & online advertising: MSNBC, Microsoft Encarta, Morningstar, Orbitz, FTD Sales tool interface design & development: CBS Sportsline, Apple, MSNBC Business development, sales management & training: CMGi and Ecompanies Ethnic Target Marketing: Disney and Quaker Oats Case Studies We have transformed clients sales and promotion effectiveness and lead generation capability by applying Fortune 100 brand marketing and business development experience. 2 Top US Banks wanted to increase market share. SOLUTION: Developed sales processes from analysis of best practices and trained commercial lenders to implement. Localization & internationalization company needed lead generation system and a way to distinguish themselves from the competition. SOLUTION: Engineered growth plan with new brand identity, market positioning and lead generation system and sales conversion system. Trade show management company experienced a downturn in booth and advertising sales. SOLUTION: Designed custom sales management process. Identified process efficiencies between sales and marketing departments to decrease time-waste and increase conversion. Software developer needed to bring in new business. SOLUTION: Developed and launched custom lead generation system. Identified and prioritized suspects and created pitch and direct mail marketing campaign. Increased client s customer pipeline by 500 percent and sold first two customers in first three weeks with the new program ($1.0MM in revenue). Don t let lush opportunities remain undiscovered. The Customer Cultivator system will demonstrate how easy and inexpensive it can be to enhance and grow your business for the long term. Marketing & Sales: ALDEN C. PURRINGTON, III alden@customercultivator.com Creative & Design: MARGO A. JOHNSON margo@customercultivator.com CUSTOMER CULTIVATOR ph fax NEWBURY STREET STE 325 BOSTON, MA CUSTOMER CULTIVATOR LLC... MARKETING & SALES PROCESS INNOVATION